At last month’s Agent Summit, Nation Safe Drivers announced the launch of OnRamp and NSD360, a new product lineup and F&I training platform designed to help agents and dealers protect and retain more customers.

Fresh from Fixed Ops Week 2026, NSD Chief Revenue Officer Anthony Giagnacovo spoke with Auto Dealer News to outline an action plan that begins at the desk.

ADN: Anthony, what inspired the development of OnRamp and NSD360?

Giagnacovo: There were three things. The first is that NSD has been around since 1962, and our legacy is really important to us, especially in a business where so many companies come and go. And a lot of the organizations that are gone, too often, it’s because they lost focus.

The second is that we’ve brought on new team members with new capabilities and invested heavily in technology. And with that came the realization that we’ve collected billions of datapoints over the 60-plus years we have been in business, and you have to bring in AI to leverage that data.

The third is that, by staying focused on automotive, we’ve seen the long-term evolution of dealership needs. And there is no greater need today than understanding the car buyer’s full cycle of retention, from sales to F&I to service.

ADN: And your message to dealers is you can’t spare a single service visit, let alone a lifelong service customer, because the cost is too high.

Giagnacovo: I was shocked to learn that, for every lost service customer, a dealer loses about $12,000 of revenue. And keeping them also means they are twice as likely to buy another car from your dealership.

By the way, the average RO value for a car that’s being towed to the dealership is up to $1,300. Because when a car needs to be towed in, it’s not because their battery died. It’s not because they got a flat tire. It’s because the engine light went on. A failure has occurred, and it’s usually mechanical.

OnRamp was designed to keep those customers in the dealer’s service bays. And it starts at the desk, not in F&I. It will help F&I. But we are looking at it as an ecosystem. We’re trying to provide solutions to help dealers retain their customers.

ADN: And if dealers needed any more convincing, you may have seen that Carfax will add a “Homegrown” badge to reports for vehicles that were originally sold and only serviced by one dealership, and they say those units sell faster and for more money.

Giagnacovo: I did, and they are spot on. And the service drive is the greatest opportunity to have a trade and valuation discussion. Our data shows only 14% of all dealers show customers their trade-in value when they come in for service. When you look only at our highest-producing dealers, it’s 33%.

ADN: What’s your message to agents?

Giagnacovo: That the products are part of the ecosystem but so is training. And NSD360 is not just training; it’s a constant monitoring solution. It’s like an Apple Watch. Did we do enough steps today? Well, NSD360 may say, “Hey, Anthony, you haven’t done a training in two days. Let’s do this one now.”

The benefit to agents is you’re going beyond product training. You’re teaching F&I professionals to create value propositions. It’s scalable. It reduces administrative friction and it’s going to improve your activation timelines.

Agents want to differentiate themselves. A product alone is never going to do that. So we really try to go above and beyond, working with dealers and making sure that the agents are part of it. So we’re doing that heavy lifting for them, and then of course we also do agent training onsite.

ADN: What about post-sale or second-chance sales?

Giagnacovo: We will communicate, for example, “Congratulations, you just bought a beautiful new BMW, we’d love to have you back for service. We recommend that all our customers take advantage of our roadside program, and it’s only $30 a month or $300 a year. Call this number, or if you prefer, install our app.”

ADN: Elon Musk has said one reason he chose the direct sales model is he thought dealers wouldn’t want EVs, since the service revenue is inherently lower.

Giagnacovo: Being an owner of an electric car, I disagree. I still want that relationship with the dealership. It’s a different relationship. A dealership is my advocate to the organization. A dealership has a greater amount of expertise and capability and can flex its muscles more than I can.

I purchased a Mustang Mach-E for my wife, and we had to go in for something. The dealer advocated for me and supported me. Ask me if I trust Ford and I’ll say yeah, sure, I trust Ford. Ask me if I trust my Ford dealer and I’ll say absolutely, yeah, he’s a good guy, he’s in my neighborhood, I see him at events, I see him at church. Those are big things.

ADN: An Agent Summit speaker made the point that, if cars are becoming more like smartphones, that’s an advantage for the dealer. You would prefer to take your iPhone to the Apple Store.

Giagnacovo: I would, given the choice. And that’s another way NSD adds value for EV buyers. Their biggest problem may not be finding an EV charging station but one that is not broken or doesn’t have long wait times. They get a feature that will tell them where to get charged up.

Those are the types of resources you have to offer, and they are retention tools. It starts with roadside assistance and that drives all these benefits, and the relationship goes on.

Tariq Kamal is the publisher of Auto Dealer News, Dealer Agent New and AI Dealer News.